delinea - Director, Global Deal Desk
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Requirements
• 10+ years in Deal Desk, Finance, or Sales Operations. • Led a Global Deal Desk team and owned complex quote-to-cash processes in a SaaS or recurring-revenue business. • Strong understanding of SaaS deal structures, including ARR, ACV, renewals, expansions, co-terms, ramped contracts, discounting, and bundling. • Experience supporting enterprise sales teams on complex, high-value transactions. • Strong commercial judgment, balancing speed, customer needs, sales strategy, and business risk. • Extensive experience with Salesforce CRM, CPQ, and CLM systems. • Experience building and leading a globally dispersed team. • Partners and influences across Sales and Sales Operations, Legal, Finance and Accounting, Product, and Customer Success. • Implemented AI and machine learning to drive operational efficiency and automation. • Understanding of revenue recognition rules (ASC 606) and non-standard commercial terms. • Clear written and verbal communication, strong executive presence, and a practical, solutions-oriented mindset. • Bachelor’s degree in Finance, Business, or related field • Cybersecurity, enterprise software, identity, or cloud infrastructure experience. • Experience with ERP (NetSuite), and revenue systems (Zuora) or similar. • Experience with CPQ implementations and other relevant system adoptions. • Experience in a high-growth, IPO-readiness, or public-company environment.
Responsibilities
• Lead and scale the Global Deal Desk function supporting new business, expansion, renewals, and strategic enterprise deals as well as the evolution of new sales motions and routes to market. • Partner with Sales to structure complex SaaS transactions, including multi-year agreements, ramped transactions, co-terms, bundles, custom pricing, and non-standard terms. • Own timely deal review, approval workflows, escalation paths, and commercial guardrails. • Drive consistency in pricing, discounting, contract structure, and deal documentation with an eye for creativity and scalability and a mindset for a winning partnership. • Evolve and transform the quote-to-cash process driving improved deal velocity and scalability by implementing AI and machine learning solutions. • Partner with Sales, Legal, and Sales Operations to evaluate deal economics, risk, billing and cash flow, and revenue recognition considerations. • Improve quote-to-cash processes across CRM, CPQ, CLM, billing, and ERP systems. Delinea utilizes Salesforce and NetSuite systems. • Provide insights on discounting trends, approval workflow and related cycle times, deal quality, and policy exceptions. • Support pricing and packaging changes, new product launches, SKU updates, sales enablement, and acquisition integrations. • Build, coach, and develop a high-performing Global Deal Desk team. • Serve as a trusted advisor to Sales leadership and executive stakeholders on strategic deals.
Benefits
• We're passionate problem-solvers helping the world's largest organizations protect what matters most: their human and machine identities. • We invest in people who are smart, self-motivated, and collaborative. • What we offer in return is meaningful work, a culture of innovation and great career progression. • At Delinea, our core values are STRONG and guide our behaviors and success: • Spirited - We bring energy and passion to everything we do • Trust - We act with integrity and deliver on our commitments • Respect - We listen, value different perspectives, and work as one team • Ownership - We take initiative and follow through • Nimble - We adapt quickly in a fast-changing environment • Global - We embrace diverse people and ideas to drive better outcomes • We believe weaving these core values into our day-to-day actions, and our process for hiring, evaluating, and promoting employees, helps us cultivate a work environment that embraces collaboration and camaraderie. • We take care of our employees. We offer competitive salaries, a meaningful bonus program, and excellent benefits, including healthcare insurance, as well as pension/retirement matching, comprehensive life insurance, an employee assistance program, time off plans, and paid company holidays.
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